How to TAKE CONTROL and Save $1,000's When You Buy a Car | Car Dealership Roleplay
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- Опубликовано: 11 янв 2022
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Today, Kimberly joins Ray and Zach to perform a role-play that shows how YOU can take control in the F&I Office! 
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Whenever I enter a dealership, I have a title for each person that helps me. Thief #1, thief #2, Thief #3 and if all of these thieves fail to lie to me and manipulate me, they will then call for Commander in Thief
🤦😂😂😂😂😂🤞
🤣🤣🤣
"Commander in Thief." Excellent post.
Completely agree. I HATE buying cars!
I cracked on this LMAO!
I watched this video a couple of days ago. Last night we bought a Chevy Bolt. This video literally saved me $7560 in the Finance office.
really? wow they were really trying to rip you off then on a BOLT!
For my first new car, the finance manager offered me the full extended warranty. I told him I had ASE certifications, so I didn't need it. He immediately changed the pitch to "getting an extended warranty shows the bank you're serious. Warranties help things get bought". I already had financing set through my own bank, but I gave him a shot to offer an even lower rate. He was about 7% higher than my pre approved loan. I also made sure we were negotiating at 20 minutes after closing on a Friday night. I had a lot of fun with that prick.
Should you get a bank loan approval for a used car as well?
@@KeepingItFishysounds like it lol.
Take it from someone who’s never purchased a vehicle himself, this is the most helpful content I’ve come across so far. I’m literally visualizing myself doing the same at the dealership. Great job guys. Thank you so much
It’s all about knowledge and knowing how this process works because after you leave with the new car you’re stuck living with the payments.
Excellent. ruclips.net/video/mZylDc1xiH4/видео.html
Don't worry. One day the knowledge will come 🫴 in handy. 🫴👍🙏
On my last new BMW purchase I politely informed the "extra stuff lady" that before she wastes an hour of her time, I do not wish to purchase anything else but the car. She looked surprised and we moved on to closure. Sometimes the employee knows exactly what the outcome is going to be and agrees to not waste each other's time. She moved on to the next customer.
She legally has to disclose the products that are offered for a car.
Good idea 💡! I will not pay for an extra anything either. If my car breaks out of normal warranty, then I will fix it myself. Rock Auto!
I love it. Nothing but crooks.
@@kevs2good133 Disclose can be as simple as offering a brochure, though. It doesn't have to be an hour-long struggle.
I did that yesterday and she tried to low ball me on my trade in. Then told me theft protection was mandatory. I laughed and asked her how many cars has she had stolen from her in her lifetime? I left immediately. The cherry was the canned "what do I need to do to get you in this car today" I can't stand being lied to my face directly.
Dont buy extended warranties. If your car breaks down youll still have to fight with the dealer to get it fixxed. They will make excues that that particular problem is due to your neglance. It isnt worth the hassle and give little to no benifit.
You Guy's must do this more often .
Thanks, John. We were rewatching it and thought "wow, this might be one of the most informative videos we've ever done." Definitely more in the future!
I'm only 4 minutes into the video, and I'm liking the format and presentation of info.
@@CarEdge I agree. This is super helpful
Absolutely great 😊. Learned so much!!
These are great. One thing people need to learn is if you know you do not want these products, learn to say no and be direct. A lot of people don’t like to be stern and outright say no because they feel they are being rude but if you answer with “no, I don’t really think so” or “I don’t think I’m interested”, the seller feels that is an opening to try to explain why they think you need it. When I have been shown this sheet, I let them go through their speech, and at the end when they ask what I think, I say “No I’m not interested” and when they ask why, I just say “I just do not want any of the products”. Usually that ends the conversation. I had a Subaru dealer once tell me “the bank is requiring the extended warranty as part of their interest rate offer” to which I asked “why would the bank care, please show me where they are requiring that otherwise I will just use my own preapproved financing”. They couldn’t come up with it and pulled the “I spoke with my supervisor and he said we actually don’t have to do that.” I know it is illegal for a bank to do something like that if they require you to purchase one of their own products in return but not sure if it is illegal for a dealer to use “coercive tied selling”.
Fiance Lady: "I'll tell you what"
Zach: "That your favorite line but you don't tell me anything". 🤣🤣🤣🤣
I literally despise the car buying experience. This info helps but knowing they're trying to push this crap on me I would still get angry. The length of my time they waste is inexcusable.
Great
do one where there’s a role-play about buying a car with the salesman in negotiating the out the door price, that would be great. Thanks
Yes!!
Roleplay from a stranger that would be better., Someone's honest questions and reactions to what the dealer would be saying to him. Or her or the dog or the cat whoever might be buying.. 😂😆
YES!
Awesome content. Walked my son through the f and I guy 2 years ago when he bought his first new car. Needless to say he learned a lot in an hours time. Tempers flared and egos were hurt. He learned how to walk out and not lose an extra dime.
Thanks for doing these and for the work you do. One thing I love when watching all your content is seeing how much Zach and Ray clearly love each other. As someone who’s close to their father this part of your videos is always so heart warming. The pride in Ray’s face as he’s watching Zach is so wonderfully obvious.
I knew basically nothing when I bought my first vehicle and I know I could've saved thousands if I knew about this channel. This channel has taught me so much and I can't wait until I buy my next vehicle. Thanks for the great content!
Same. I've bought about three cars from dealerships in my life and I'm pretty sure I've been robbed all three times.
@@juanmateus8560😂😂😂😂 same
This should be a high school class
@@chet9128theres a lot of things that need to be taught in school that isnt
This was so helpful. I'm about to watch it again and take notes lol. Please do a role play with the dealer negotiating the OTD price.
YES
Good idea. But careful there are some crooked dealerships. ruclips.net/video/mZylDc1xiH4/видео.html
Another reason to go through your Credit Union...mine is $400 for GAP!!! When I get to the F&I office and they start their sale...I let them do their spiel...then I ask for the brochure of the items they are selling so I can read the details. Then I ask for the actual contract to review its Terms. I tell them Thanks, but I need to read up on these. I spent weeks researching the cars to make that decision. I am not going to just sign-up for some unknown product. I then make them mark on the brochure their price and the last date I can make the decision to buy the product. I also am adamant up front that I do not talk in terms of "payment".
GAP insurance from your insurance company is like $50 a year and you usually only need it for a couple years max
I believe what makes the gap insurance questionable are cell phones. People playing on their phones causing accidents that shouldn’t have happened.
GAP ins is covered by car insurance???
@@nickawilliams5175 it can be - you have to ask your agent/insurance company to add it. But yes they can provide it and it’s cheaper than via the dealer. Plus you only need it for a year or two usually
@@nickawilliams5175 All State does but my agent actually told me don’t worry about it since I’m putting about 50% on a Toyota so there are instances when it’s not needed at all, large down payment and low depreciation
Highly recommend it. Honestly, your really probably just forgetting all the products. Guarantee you can find any one of them cheaper from a third party.
I was in F&I for 40+ years and experienced all the changes in the business over the years. Kimberly does a fine job and bet she is top performer. Would love to know her per copy. I could not take the bell-to-bell days and every Saturday so retired in 2021. Over my career I did the best at Toyota. Great video's guys helping today's consumer navigate the F&I office. I stay on top of the market as my wife is also an F&I Manger at BMW and doing well. Love to help you guys as I have seen every type of buyer. Good work guys.
@jimferry4751 tips when it comes to Toyota? What are must have and avoid at all costs?
Would be great to have a real YAA subscriber on the show to do the role play. Great video. For me, when I told the Finance Manager, none of the above or on the menu, he/she would immediately changed his/her friendly face and just start printing all the final doc and no more conversations afterwards.
Buying a car is a game and people go in not knowing this. They go in blind and trusting the car dealership and get slaughtered. This is the biggest ripoff game out there besides insurance companies.
That’s because the finance manager couldn’t survive as a salesperson and negotiate lol.
This was very informative. Thank you so much. Could you do one where you negotiate the price of the car with the car salesperson?
Yes. I would love to see this.
Knocked out of the park. This is tremendous! Really really exciting way to prepare for the actual interaction. Thank you for your time.
The last new car I bought, I was approached by a salesman online from a crosstown with a price for what I wanted. I told my local guy this and he said he'd beat that price. When the finance guy asked how long I want to keep it, I told him, "till I die." I held out on any add-ons and got a new car at a fair price.
Thank you so much
I'm 1 time buyer, and husband is away.. it's all on me.. I feel I can do this..watching all your videos is so helpful. That young lady is my hero..way to go !!
I liked your video / role play. I have bought, financed, and leased many cars over the years. Rarely have I come across sales pitches from the Finance mgr. It has happened with a few, but not many. Working with local dealerships..where I get to know the sales and service people has always worked for me.
Having said that...I am not going anywhere near any dealership until the auto market stabilizes. I truly feel empathy for anyone who absolutely must buy a new or used car in March 2022....your good work will really help. Thanks
Wow…This was awesome and VERY informative…I love the role play, it makes learning and absorbing the content that much easier for me being a visual learner. Please never stop…Thank you for taking the time out to help us!!! You guys ROCK!!!!!!!
Great video! Thanks for educating all of us!!
I'm glad I found your channel. My wife and I are going to look at a car in 3 days, and I'm learning a lot from your videos. My favorite one is when Ray is the customer and Zack is the sales associate and sales mgr. Thank you for what you do!
How did it go?😀
I remember when buying a car recently, I saw the cost in one column and the payment in the other column next to the “menu items”. Didn’t take anything extra lol. We could tell the finance manager was doing their best in hiding their frustration.
Yeah, all you have to say is no. When I bought my Subaru at the beginning of 2021, I told the finance manager that I did not want to buy anything extra. He tried to give me his best sales pitch, "the warranty's are $1800 off, blah, blah, ...you really, blah, blah". I politely told him that if it did not come from the factory, I do not want to buy it. He politely told me we were done and gave me back to the sales person...haha!!!
Thank you for bringing these issues to light for those who dont understand the process. ALWAYS taking an experienced car buyer with you.
Thank you all so much for these videos. I feel a lot more confident going into the car-buying experience.
Thanks for your tips and videos that help regular customers who all too often just trust what salesman tell you. Many like myself have been ignorant of what is really going on in buying a car. Good job! thank you! I am learning a lot from many of your videos. I think I have been victim of some of these tactics over the years.
You said the key word. Trust, to many people believe that the dealerships are there to help them. The truth is that these are sales people working to make money and will take advantage of your friendly face. Afterwards they will be sitting around laughing how they just took advantage of buyers.
This is great role playing!!! I’m more confident going in
Really enjoyed this Zach, Ray and Kimberly. You guys rock!
Guys, excellent approach for the different situations in a dealer. Thank you.
He’s playing the part of a savvy buyer not an inexperienced or experienced buyer.
This was excellent. Keep up the great work.
I like the statement that I have to get that cleared with my boss concerning the GAP insurance.
I always get that answer!!
Thanks for sharing. I really got screwed on a used car deal. The car and the price was really good and fair. The dealer kept pushing extra stuff. They told me I needed a leather care package. I told the salesman I really don't need that. The salesman kept pushing back. Of course I really Wanted the car. I again told him I do not need that! The salesman pushed back and said you know we have other client's that want to buy this car. Pure pressure I finally agreed the additional cost was like 2k
I will never have a salesman take me for a ride again! Thanks for posting this info. Very helpful 👌
When a salesman sees a woman walk through the doors 💰💵 🤑
Excellent, excellent video! Very informative. Well done 👏🏻👏🏻
I am so happy I found you guy! Love the info!❤
I love this. You guys are very good, funny, and very informative. Thanks so much for your videos. 😊
The buyer is always in control. Just have to take control and be willing to walk out if you are dealing with a stealer of a dealer.
I'm betting dealers use your videos as training videos. They are expecting your advice before you walk in the door.
This is the absolute best resource on RUclips hands down. Thank you so much for this guidance!!
All this info is so good, I wish I was more confident and better at math because I know this will be harder to do in person.
Is there a role play like this for negotiating with the sales rep before going to finance?
One thing i dont understand about Caredge is why they give us all this info, yet they themselves are in thr car selling game
Great video and great information!
Wow! Nice going on that Zack. Shop around always
This video helped me save hundreds! As soon as I started asking for actual prices and removing bits and pieces from the packages, the cost came down dramatically! Thank you! Now I have the protection that helps me sleep at night but I don't feel like I got robbed.
Yep. I have never bought any after sales products. And I always pay cash.
I love it. Nothing but crooks!!
Omg yall are so informative and fun! 😂
Bought a Honda Odyssey in 2010. It was an 07. Did my research and the salesman, several times, touted the reliability and how long Hondas last. Worked out a great deal. Went into the F&I guy and when he got to the extended warranty I told him “none of you are on the same page.” He asked me who it was referring to. I said the salesman I just dealt with and even Honda. I went on to say how much I was told about the reliability etc so why would I need an extended warranty? Lol. I got out of there with no add ons and kept the agreed upon purchase price. I was also pre approved from my credit union. Still have this 07 odyssey and running strong. Watching these videos Becusee I’m in process of getting a vehicle for my daughter and I’d rather get root canal without anesthesia. Haha.
this is funny and very helpful! great video
Thank you I really enjoyed this one. I'm going to be buying a car and i'm learning so much from you guys
Thanks for this! Much needed
Hey Yaa thank you for your videos it helped me prepare to buy a new car, I finally was able to purchase the car I wanted and also to my surprise the finance manager had all the prices for items on the menu already I didn't have to ask for them. This time around buying a car was actually pleasant. But most of it was the dealer though they were really good. They gave me a good deal and didn't pressure when I didn't want to buy a menu item. I think what also helped was just knowing how the process goes. I think many of us aren't sure how the process goes and it can cause some stress. Also what was big help from your videos was going over the extended warranty. They did give a discount but I still didn't purchase because not sure if I will keep the car that long. Thanks guys
The the information was very helpful as I am currently helping a family buy a new car. Thank you.
You guys are awesome!
When he asked for the individual costs for every add on is what I did with my Kia Forte GT lol once I saw those prices I told the finance manager why all these are so expensive? I basically trumped him and had him in The bag. So make sure you ask all these questions and make sure to negotiate the total msrp of the car and discuss the monthly in the finance managers office 👏🏽👏🏽👏🏽
Thank you for the video. Blessings to you.
You should make a video where you talk about average prices for products. Eg- Key cost on your own, Oil change, tire rotation and other details on average if you were to do it on your own. For the breakdown of the menu items. Just to see the price gap between reality and the dealership.
totaled off the lot!!! dang that sucks but wish this was something I had when I purchases my car back in April. That being said, this is a great video I will use this in the future. Thank you for what you all do
I have seen it happen
I’m glad I found your channel I’m buying a car this month and have a loan through my credit union but I also have cash upfront to buy it out right now
Oh boy love it, great job 👍👏🏻
Very helpful. I will be doing this by myself.
Very helpful video 👍well done 👏🏻👏🏻
Love this channel!
Do this type of thing more!
Do you recommend going at the very end of the day? Would it pressure them to make the deal so they can go home?
fully enjoyable, educational and entertaining. E3 goodness. thanks to the 3 of you for one of the best vids to date. if it's taxable, it's negotiable! :-)
This stuff should be taught at school . Brilliant stuff guys !!!
I really wish this stuff was taught in school.
Not gonna happen. The risk is too great to their bottom line as is with access to online info. You either do your homework or get trapped.
Thank you I'm learning a lot being a woman shopping for a car can be hell on wheels if you don't know these things single mothers some times have to shop alone and we really get taken advantage of 😞 thanks
I regret that I was taken advantage of but by watching these videos I have become more educated as a result of YAA.
$50 for a new FOB key, more like $250-$ 500.
Informative and funny!
Very helpful! Thank you!!
Straight learning!!!!
GAP insurance is totally a must have if you are buying a new car. Specially if it's not a Toyota or Honda.
Keep in mind you can always purchase an extended warranty at anytime before your factory warranty expires. Also if you put down 20% or more don't let them sell you gap insurance.
Good point!
Can you explain the 20% or more thing? Like what does that do for gap insurance
@@KaceyMoulton I'm assuming it's because you're already paying for the depreciation of the vehicle out of pocket? I'm not sure because I'm learning myself.
Car insurance companies offer gap for way less than the dealer
@@raiden031 I get that. My point was that if you pay more than 20% upfront gap insurance isn't necessary.
😂😂😂 best skit ever. Yal are teaching me alot.
You guys are a GOD send
This is actually very educational, and very well done.
The other thing Zack (the customer) could have done is, especially after watching this video, is, PRE SHOP all this stuff. Go to a forum or something, on the truck or car you want to buy... Start asking, what does the Platinum Warranty really cost?? What's the lowest anyone ever paid??? Do they really pay for repairs, or is it all the sudden a big hassle?? There's websites too, that go over all this....
So, a fictitious example: Now that Zack is armed with holsters full of knowledge... armed with that knowledge, Zack could brace the nice finance lady with "Look, HOW MUCH is the Platinum Warranty".... She will reluctantly say "ohh, it's $3895, but, just the screen in the dash of your new truck could cost that to replace!!!" Which might be true, but the young Zack, knowing that the bottom line on that warranty is like $2000 or so, can say "Look, if you wanna do the warranty for $1900, I'll do it right now, otherwise I gotta shop around on that, or my Dad will kill me..." Aaaannndddd, see what she says! She might say yes! Or, she might come back and say look, $2050 is the lowest I can go on that warranty..." And maybe you say okay, knowing that that IS a pretty good number....
KNOWING, what is going on, in the F&I office, is at least half the battle...
Also, where are you buying key fobs for $50?? Could you put up the link?? Last time I needed a fob it was $110-ish for the fob, and then $100 to program it.... Or maybe I got scammed, but I shopped it some....I found out later a local locksmith guy who kind of "specializes" in that would have got me a new fob for a little less, and programmed it for a little less... but not massively cheaper. Not $50 bucks, wow. Maybe you guys really have never lost a fob....
Aren't most people paying over MSRP right now?
I've seen some people who say they only paid msrp, but I've seen a 3 - 3.5k markup to be fairly standard in today's market
5k markup at Honda
GREAT TIPS!! THANKS!!
Love this... very very very helpful.! Thx
So glad to hear that!
I have been with you guys since the start of the RUclips channel.. we both were growing our channels
You fine gentlemen are amazing. Thank you very much.
Thanks guys! FYI - I ordered my Mini Cooper S from Dave Smith last week. He’s great. That was the simplest most transparent automobile purchase I’ve ever made. Thanks again for referring me to Dave. He was flattered by your kind words. 😊
Gregory, I am so glad to hear that. Dave is truly one of the good guys in the car business. All the best and hoping that you enjoy your new MINI when it comes in. Ray
@@CarEdge thanks brother. Couldn’t preorder a works so got a two door mini cooper S in island blue with with white top and the new 18” blue union jack wheels and white bonnet hood stripes. Looks pretty. Probably add some more fun stuff after I get it.
If its too good to be true than it is. He might have use new nano lubricant so you come out the dealer like "oh, that was easy, i didnt feel a thing" wait few week when your buttoks starts hurting. Best car salesman is the buyer himself while doing peer to peer transaction.
@@mrgregory322 yeah we got ‘em 😂
Gap is even a scam. Your own insurance provider can add this to your existing plan for way less than the dealership
Thanks!
Wow; thank you guys so much
These role plays are gold
As a business manager, for a car dealership, I’m never afraid to discuss the prices of the options with the consumers if the finance manager or business manager, is, then they have something to hide.
This was worth every second 👍
I will be making a brand new vehicle purchase very soon. I have watched a lot of your videos and plan to use all the amo 🤣🤣 it's really disgusting to know that you will have to "fight your way thru" with these dealers. As a buyer, we invest so much time $$$ research etc and for the sales and Finance dept to want every cent out of you for their "penetration" goals.. it's Fd up ... I will drive them insane for hours and then just walk out ... i will see if I can record it too 🤣🤣🤣🤣
Going to a dealer tomorrow. They have a car for 44k already marked from 47k, and I'm going to shoot for them to sell me the car at 40k OTD. Wish me luck.
check with your auto insurer for GAP, the one product zach purchased. GAP should be about 50-100/policy year.
I worked in the service department and for Kia and they did that there is well in the service department. They will mark up your tuneups oil changes anything that has to do with service you’re at advisor is going to mark it up because they get commission.
I'm buying a car at the end of the month in Bethesda,MD and this video might have just saved me some money. Thanks guys.
Ps. I'm having a consult call on Monday evening with Candice B, I can't wait.
I would look to see if the vehicle has the pin striping, wheel locks or whatever ever garbage they try putting on the car to get more money from you. Pictures will help you. Just show them pictures of the car without these accessories and just say I want the car I looked at before you installed dealership accessories.
So one the the coolest experiences last week was all of this process was done on a smart desk in the finance office. The menu was easily comparable, contracts and applications were done via electronic signature and when done I got a flash drive with all my finished paperwork on it not a binder of nonsense. Helped me compare a base warranty to yours and I asked questions you suggest like “by rate” and “how much do you acquire this policy for versus what I will end up paying”. The finance manager was shocked and I got him to lower the interest rate by a full percentage and cut off $600 on the extended warranty.
Buy rate
It’s always a crazy busy day!!! lol #1 tactic to encourage you to blind sign and go 😂
And they did the friends & family crap with me! Feeling so furious right now! Wish I would’ve found your site earlier. Was looking for info on how to get at fault driver’s insurance company to reimburse me for rental car fees of $500.
I helped my sister buy a car a couple weeks ago and this scenario couldn't be more accurate! Kimberly you are perfect but you never got angry ... Maybe my F&I just gave up in distress because I intimidated him because I knew what to expect from YAA.
I had people ask me to go help them buy cars but when I get involved with the sale they cut me out then all I can do is sit back and watch them crash. Afterwards they realize what they did wrong and I explain it to them. I won’t go with anyone anymore. I’m objective so I have no emotional attachment to the car. People will sign any contracts so they can get into the new car and start driving.
@@chodkowski01 Can they do that?? Cut you out of the conversation?? I would love to have a friend like that go with me!!!
@@jacquelinegrace3- chod meant the person that asked him to come along cut him out of the conversation.